Planners Peeved by Cold Calls
Planners prefer few phone calls, less paper, more e-mail
by Loren G. EdelsteinNovember 1, 2012
The hard sell
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isn't the best way for suppliers to impress meeting professionals. Two-thirds of the 242 respondents to a recent M&C survey said unsolicited sales pitches are "not very" or "not at all" useful. E-mail is the preferred way to receive information, cited by 81 percent. Forty percent still like to receive direct mail. However, one-third wish all the marketing would stop, and another 65 percent simply ignore or discard information that is not relevant. Among verbatim comments: "I have Google. I will find them if I need them." For more, visit mcmag.com/
of meeting professionals believe they receive too much unsolicited material from suppliers.50%
think suppliers have become more aggressive in their sales efforts in recent years.96%
prefer to communicate via e-mail when not meeting in person.1%
find unsolicited sales pitches "very useful."50%
say fam trips are helpful in developing supplier relationships.
82% say word of mouth from other planners is the most effective attention-getter.
Source: M&C Research survey of 242 meeting professionals